marketing plan b. business proposition c. individualized sales call objective d. customer profile Question 4 0.5 out of 0.5 points During which of the following phases of a sales presentation should you ask for the business? Selected Answer: d. Close Answers: a. Explain your business proposition b.
Approach c. Fully discuss your product d. Close Question 5 0 out of 0.5 points Daniella sells wicker furniture. She invited the owner of Forsyth Furniture to come with her to watch a demonstration. She poured a five-gallon bucket of water on a chair, and after 10 minutes sat in the chair to show how water-resistant it was. The customer tells Daniella, "I've got to carry those chairs in my store. My customers will love them." Which of the five mental steps is the customer in? Selected Answer: a. Awarene ss Answers: a. Awarene ss b. Convicti on c. Incubati
on d. Demand Question 6 0.5 out of 0.5 points A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy the product. Select these steps in their correct order. Selected Answer: c. Attention, interest, desire, conviction, action. Answers: a. Interest, attention, desire, purchase, action. b. Interest, desire, attention, conviction, purchase c. Attention, interest, desire, conviction, action. d. Desire, attention, interest, conviction, purchase, action. Question 7 0 out of 0.5 points
In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind? Selected Answer: b. Acceptan ce Answers: a. Convictio n b. Acceptan ce c. Arousal d. Purchase Question 8 0.5 out of 0.5 points Belle is selling ski jackets and pants to the buyer for a large ski resort. When the prospect says, "I like what I've seen so far but I don't know if I can afford it," he has reached the mental step called: Selected Answer: d. desire
Answers: a. action b. interest c. convicti on d. desire Question 9 0.5 out of 0.5 points Daniella sells furniture. After demonstrating her product and answering the customer's questions, Daniella asked the customer how many chairs he thought he could sell. The customer responded with, "Three dozen. How soon can you deliver?" Which mental step has he reached? Selected Answer: d. Action Answers: a. Attracti on b. Desire
c. Infusion d. Action Question 10 0 out of 0.5 points The FAB formula is best suited to move customers to the _____ stage. Selected Answer: c. action Answers: a. interes t b. attenti on c.
- Spring '14
- Sales, sales manager